职通商务英语(第二版)综合教程3电子教案 (1)Unit 4
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Unit 4
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c. Trade Negotiation This is an indispensable procedure in business transactions. It generally consists of four links, i.e. inquiry, offer, counter-offer and acceptance. An inquiry is a request for information, which can be grouped into two categories: general inquiry and specific inquiry.
Unit 4
HOME
Trade Procedure (1) International trade first took the form of commodity trade, i.e. exporting and importing goods produced in one country for consumption or resale in another. This form of trade is also referred to as visible trade. Later a different kind of trade in the form of transportation, banking, insurance, consulting, information, etc. gradually became more and more important. This type of trade is called invisible trade. In some countries, contracts for export are mostly signed under CIF terms. A lot of work is involved in fulfilling this kind of contracts. Generally speaking, the whole trade process includes about nine procedures.
After slowing to 5.5 percent growth in 2012, manufactured goods exports have eked out only a 1 percent gain in the first three months of 2013 so far. The data suggest that export sales have essentially stalled. The largest weakness is in the European market, but exports to Canada—our largest trading partner—also declined. Asia and South America saw the largest gains, with manufactured goods exports to China up 9.3 percent during the first three months of this year relative to the same time period last year.
Unit 4
HOME
Work in pairs to make a short speech on the following graph which shows the percentage growth of manufactured goods exports from 2011 to 2013. You may need to explore some reasons attribute to this situation.
Unit 4
HOME
I
Lead-in
Text A: Text Analysis Practice
II
Lead-in
Text B:
Baidu Nhomakorabea
Text Analysis Practice
III
Supplementary Reading
Unit 4
HOME
Work in pairs to make a short speech on the following graph which shows the percentage growth of manufactured goods exports from 2011 to 2013. You may need to explore some reasons attribute to this situation.
Unit 4
HOME
d. Cargo Readiness As soon as the contract is signed, the exporter should start to ensure the readiness of the export goods. He must get the goods ready for shipment before the stipulated delivery time. The quantity, quality, packaging and markings of the goods, and the delivery date must strictly follow the stipulations in the contract. If the goods need to be inspected before shipment, the inspection should be conducted at a proper time. Necessary documents like application form, copy of contract and L/C should be presented to the inspection bureau. (5)As an inspection certificate usually has validity, shipment should be made within the validity. Otherwise, another inspection will be needed before the goods can be shipped.
Unit 4
HOME
(4)In a general inquiry, the importer may ask only for catalogues, pricelists or samples in order to get a rough idea of the products handled by the exporter, while in a specific inquiry the importer might have a particular product in mind and wants the exporter to make a quotation or offer for this item. A counteroffer is a partial or full rejection of the original offer of the seller. The seller has the right of acceptance or refusal. In the latter case, he may make another counter-offer of his own. This process can go on for many a round till a business is concluded or called off.
HOME
Unit 4
HOME
In this unit, you will learn
Text A: General introduction to various links in trade procedure and detailed explanation for the most important links. Text B: Introduction of transportation and its function as the most dynamic link in trade procedure. Supplementary Reading: General introduction to some documents used in the international trade.
Unit 4
HOME
a. Establishment of Business Relations To establish business relations with prospective customers is very important either for a new firm or an old one. For a newly established firm, it can serve as the basis for starting business, while for an old firm, it can help expand business and increase the turnover. (2)To facilitate the establishment of business relations, an exporter should strive for the necessary information about the prospective dealers from various sources, including trade fairs or exhibitions held both at home and abroad, advertisements in newspapers and periodicals, his business connections, banks and chambers of commerce, etc.
Unit 4
HOME
b. Export License Many countries have export controls over certain merchandises of strategic importance. (3)Before arranging a contract and the subsequent overseas transaction, an exporter should be certain whether he needs or could obtain the export license from the government.
There has been considerable weakness in U.S. manufacturing data during the past few months, with the Institute for Supply Management’s Purchasing Managers’ Index (PMI) decelerating and manufacturing employment unchanged in April. Regional sentiment surveys have also suggested softness in the sector, with slower sales dragging optimism lower. Domestic policies are fueling weakness in the sector, including higher taxes, tighter government spending and regulatory uncertainties. Nonetheless, our largest trading partners continue to see slower sales, with discouraging export numbers highlighting the slowdown.
Unit 4
HOME
Work in pairs to make a short speech on the following graph which shows the percentage growth of manufactured goods exports from 2011 to 2013. You may need to explore some reasons attribute to this situation.
HOME
c. Trade Negotiation This is an indispensable procedure in business transactions. It generally consists of four links, i.e. inquiry, offer, counter-offer and acceptance. An inquiry is a request for information, which can be grouped into two categories: general inquiry and specific inquiry.
Unit 4
HOME
Trade Procedure (1) International trade first took the form of commodity trade, i.e. exporting and importing goods produced in one country for consumption or resale in another. This form of trade is also referred to as visible trade. Later a different kind of trade in the form of transportation, banking, insurance, consulting, information, etc. gradually became more and more important. This type of trade is called invisible trade. In some countries, contracts for export are mostly signed under CIF terms. A lot of work is involved in fulfilling this kind of contracts. Generally speaking, the whole trade process includes about nine procedures.
After slowing to 5.5 percent growth in 2012, manufactured goods exports have eked out only a 1 percent gain in the first three months of 2013 so far. The data suggest that export sales have essentially stalled. The largest weakness is in the European market, but exports to Canada—our largest trading partner—also declined. Asia and South America saw the largest gains, with manufactured goods exports to China up 9.3 percent during the first three months of this year relative to the same time period last year.
Unit 4
HOME
Work in pairs to make a short speech on the following graph which shows the percentage growth of manufactured goods exports from 2011 to 2013. You may need to explore some reasons attribute to this situation.
Unit 4
HOME
I
Lead-in
Text A: Text Analysis Practice
II
Lead-in
Text B:
Baidu Nhomakorabea
Text Analysis Practice
III
Supplementary Reading
Unit 4
HOME
Work in pairs to make a short speech on the following graph which shows the percentage growth of manufactured goods exports from 2011 to 2013. You may need to explore some reasons attribute to this situation.
Unit 4
HOME
d. Cargo Readiness As soon as the contract is signed, the exporter should start to ensure the readiness of the export goods. He must get the goods ready for shipment before the stipulated delivery time. The quantity, quality, packaging and markings of the goods, and the delivery date must strictly follow the stipulations in the contract. If the goods need to be inspected before shipment, the inspection should be conducted at a proper time. Necessary documents like application form, copy of contract and L/C should be presented to the inspection bureau. (5)As an inspection certificate usually has validity, shipment should be made within the validity. Otherwise, another inspection will be needed before the goods can be shipped.
Unit 4
HOME
(4)In a general inquiry, the importer may ask only for catalogues, pricelists or samples in order to get a rough idea of the products handled by the exporter, while in a specific inquiry the importer might have a particular product in mind and wants the exporter to make a quotation or offer for this item. A counteroffer is a partial or full rejection of the original offer of the seller. The seller has the right of acceptance or refusal. In the latter case, he may make another counter-offer of his own. This process can go on for many a round till a business is concluded or called off.
HOME
Unit 4
HOME
In this unit, you will learn
Text A: General introduction to various links in trade procedure and detailed explanation for the most important links. Text B: Introduction of transportation and its function as the most dynamic link in trade procedure. Supplementary Reading: General introduction to some documents used in the international trade.
Unit 4
HOME
a. Establishment of Business Relations To establish business relations with prospective customers is very important either for a new firm or an old one. For a newly established firm, it can serve as the basis for starting business, while for an old firm, it can help expand business and increase the turnover. (2)To facilitate the establishment of business relations, an exporter should strive for the necessary information about the prospective dealers from various sources, including trade fairs or exhibitions held both at home and abroad, advertisements in newspapers and periodicals, his business connections, banks and chambers of commerce, etc.
Unit 4
HOME
b. Export License Many countries have export controls over certain merchandises of strategic importance. (3)Before arranging a contract and the subsequent overseas transaction, an exporter should be certain whether he needs or could obtain the export license from the government.
There has been considerable weakness in U.S. manufacturing data during the past few months, with the Institute for Supply Management’s Purchasing Managers’ Index (PMI) decelerating and manufacturing employment unchanged in April. Regional sentiment surveys have also suggested softness in the sector, with slower sales dragging optimism lower. Domestic policies are fueling weakness in the sector, including higher taxes, tighter government spending and regulatory uncertainties. Nonetheless, our largest trading partners continue to see slower sales, with discouraging export numbers highlighting the slowdown.
Unit 4
HOME
Work in pairs to make a short speech on the following graph which shows the percentage growth of manufactured goods exports from 2011 to 2013. You may need to explore some reasons attribute to this situation.